Enterprise Account Executive - HHS

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

At Appian, our values of Intensity and Excellence define who we are. We set high standards, tackle complex problems, and deliver transformative low-code automation, AI, and process orchestration to the world’s most critical organizations. We are seeking a high-performing Enterprise Account Executive (EAE) to drive growth across a high-impact Federal Health portfolio.

In this role, you will hold complete territory ownership over four vital agencies: FDA, CDC, HRSA, and SAMHSA. This is a hunter-focused role with an established anchor account: 80% Focus – New Business Acquisition and 20% Focus – Strategic Account Support.

80% Focus – New Business Acquisition:
Proactively account plan, prospect, and execute enterprise sales motions across FDA, CDC, HRSA, and SAMHSA to land net-new logos and expand agency presence and prominence.

20% Focus – Strategic Account Support:
Partner closely with our customer leadership on a cornerstone enterprise account ensuring long-term relationship health, executive alignment, and strategic account success and expansion.

• Drive Territory Execution:
  Actively attack your territory—identifying key stakeholders within FDA, CDC, HRSA, and SAMHSA to build, advance, and close complex 6–12 month enterprise software sales cycles.
• Consultative Problem Solving:
  Serve as a trusted advisor to senior customer leadership (LOB and IT), using deep discovery to uncover critical operational friction and map Appian’s platform to high-value business outcomes.
• Anchor Account Stewardship:
  Nurture and grow our existing cornerstone account, leveraging its success as a reference model for expanding throughout your territory.
• Orchestrate Resources:
  Mobilize cross-functional teams — including internal POD members (e.g. Solution Architects, Customer Success, Capture, Industry Lead) and external System Integrator (SI) partner ecosystems — to execute strategic account plans and maximize deal velocity.
• Maintain High Intensity:
  Consistently generate top-of-funnel pipeline through outbound engagement, event attendance execution and followup, partner leverage, and regular in-person agency touchpoints.

• 5+ Years of Direct Enterprise Software Sales Experience selling complex SaaS/Platform technologies into Federal Civilian or Federal Health agencies (HHS including but not limited to FDA, CDC, SAMHSA, and HRSA).
• Consistent Top Performance:
  Track record of achieving or exceeding 100%+ of quota over the past 3 to 5 years.
• Career Stability:
  Demonstrated history of tenure and loyalty, with 2.5+ years minimum per role over your last several positions (or a clear, compelling context behind any career progression).
• Consultative & Aggressive Motion: A balanced sales style combining deep business acumen, active listener discovery, and a bias for action to get in front of decision-makers and move deals forward.
• Complex Sales Cycle Mastery:
  Experience navigating multi-stakeholder enterprise deals ($250k+ ARR / 6–12 month sales cycles) involving both business owners and IT leaders. Examples of landing new customer logos.
• Education:
  
  Bachelor’s degree in Business, Technology, or a related field.

Industry‑Leading Platform:
Sell a recognized leader in low-code process automation, process‑centric agent orchestration, and enterprise workflow…